While the pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made, and this mistake costs companies millions (if not billions) of dollars every year. Until you solve this basic problem of training your sales team, having them generate and stuff more unqualified leads into your pipeline won't get you the results your company needs.

If your management asks you to check your sales pipeline that means you need to pay attention to the leads you are generating and how qualified they are. Your sales numbers will dip if the sales pipe line is not steady and strong enough to help you reach your sales targets. If you are not generating enough qualified leads and qualifying prospects how can you have sales? You will be advised to build a qualified sales pipe line to be effective in selling.

Once you've fine-tuned your qualifying skills, the next step is to learn everything you can about your products and your company. The more you know about these basics, the less often you'll have to tell prospects "I'll get back to you with the answer." Resolving objections early on gives you a better chance to uncover them all as well so do some research on the prospect and customize your presentation using the information you uncover.

What qualities or traits do managers or business owners that you admire have in common? Which ones do you most try to emulate in your own company? If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.

When the economy goes down or a disaster rocks your industry, you may find yourself struggling to sell anything at all. Here are some suggestions to keep your pipeline full in the face of outside crises.

Your sales metrics are the measurable numbers that reflect your sales-related activities. These figures can help you determine precisely where your approach is faltering and where you're hitting it out of the park.

Prospects become customers when they believe in the product, service and/or salesperson. Without a level of confidence, there is no sale. Prospecting can be hard, but the payoff is worth it. Grow your pipeline with the same focus as a committed athlete trains. In the end, the "gold" is worth it.